IO 558 - Negotiation and Conflict Resolution

Prerequisite(s): IO 510. This course is designed to improve students’ skills in all phases of negotiation and conflict resolution. Students will gain a deeper appreciation for the negotiation process as they will be provided with prescriptive advice regarding negotiation preparation, strategy, and execution. Students will gain a clearer understanding of negotiation theory as it applies to dyadic and multiparty negotiations. They will learn the key differences between a “win-lose” mentality and a “win-win” mentality and how to manage both the integrative and distributive aspects of the negotiation process. The course is based on a series of simulated negotiations in a variety of contexts including one-on-one, multi-party, third-party, and team negotiations. (3 credits)

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